'Traditional sales' faces new challenges

It is harder than ever before to meet with prospects. The purpose of meetings is changing. Online research is the new normal, and first engagement is digital. Many B2B buyers prefer to order without human contact.

Closed doors

Responding to this new age, sellers are advised to:

  • Ensure marketing content and product data is informative and searchable
  • Provide digital channels through which customers can engage with sales
  • Automate repetitive activity such as prospect qualification and mapping needs to solutions
  • Focus staff on relationships, matters of judgement and navigating complex customers

Leading organisations are taking new opportunities to influence. Moving online with dialogue to understand customer needs and providing bespoke advice at the point of purchase. Solutions are configured online. Custom build items are designed.

Digital marketing is now complemented by automated salespeople delivered through advanced software to build revenues in the growing online markets.

Contact us to discuss how we can open new 'sales doors' for your organisation.

Open doors

Our clients want help to automate sales

Improve customer satisfaction and drive sales in online channels through automation to achieve:

  • Serving customers in their chosen channel: online
  • Scalable and 24/7 available sales resources
  • Consistent, accurate and fast responses
  • Immediate advice on complex products or solution configuration

In addition our Clients benefit from:

  • Gaining the opportunity to influence at the point of purchase
  • Collection of extensive data on customer interactions
  • Demonstrable leadership in digital markets

We help our Clients move from their current to desired state, whatever the starting point. This may mean pre-automation work such as bringing systems, processes and data capabilities up to class leading standards in preparation for and to enable automation.

The 5 Pillars of Automation

To successfully deliver to customers sales process through software, an organisation must be competent in 5 areas. We describe these as the 5 Pillars of Automation:

  • People – Understanding what qualified prospects need/are looking to achieve
  • Product – Data that sets out the attributes of products and inter-relations
  • Process – Getting prospects to share needs; Connecting needs with product/solution
  • Platform – Systems, infrastructure and culture to drive an ongoing sales automation programme
  • Practice – Expertise to create the Platform and harness People, Process and Product to deliver automation

Platform and Services

The AMO Platform consists a user interface and management console and is the vehicle through which we deploy to Client websites.

The UI utilises 'chat' best practices to run the dialogue with the customer via a prompt based methodology. This provides the optimum balance for a sales conversation.

The management console provides sales management capabilities including real time 'listen in' plus statistical insights into conversation history.

We deliver Services around the AMO platform to create the 5 Pillars of Automation. We do this in three phases: Discovery, Build and Optimisation.

In the Discovery Phase we assess how to automate sales through People, Product and Process. Included is a review of Client Platform readiness. We recommend deliverables that are achievable noting the budget, timeframe and existing capabilities. Once agreed, we prepare a detailed scope of work and working estimate of costs. The discovery phase is typically 15% of the project.

The Build Phase is split into two main areas: Platform and Training.

Platform services get Clients ready to automate. We prepare systems, data and people.

Training involves configuring our AMO software to work on the Clients Platform to deliver sales automation. This is a cross function project involving:

  • Sales - process and language when communicating with customers
  • Marketing - consistency with the brand
  • Operations - product data and CPQ
  • E-commerce - using website product data, content pages, checkout etc to enable seamless interaction.

Through the Optimisation Phase we monitor and evaluate interactions to tune all aspects of the performance of the digital salesperson.

Read more about how our Implementation process

Why AMO

The AMO platform was developed from real world experience: over a decade as a B2B reseller of complex products, operating a multi-channel sales model. We have witnessed first hand the evolution of buyer preferences and behaviour. We have walked in your shoes.

We have delivered numerous automation projects: leading edge IT to challenging legacy environments; dynamic modern teams to underskilled 'we have always done it that way' organisations; curious and exploratory customer audiences to the conservative. Our experience enables us to diagnose accurately and give pragmatic and realistic advice.

There are many things we dont do. We dont build websites, do SEO, create content, do digital marketing and many more. We just automate sales in B2B environments.

We have proven results. We have a portfolio of case studies. If we cant help, we will tell you.

Summary

Whatever your state of business or your precise objective, if you are interested in automated sales you should talk to us at AMO.

We won't propose a solution until we understand your real needs.

Try AMO dialogue for yourself. Get in touch for a conversation about your needs and learn more about how we can help.